Chapter 4, "Hello"

Hello, my name is Tom Kaufmann.

This is chapter 4 in my audio seminars on the techniques of cold calling. In previous chapters, I have referred to scripts that I use. The first of these scripts is presented in this chapter. I use scripts much like an actor uses scripts to ensure that the right message is communicated at the right time to the audience or listeners in my case. By using well practiced scripts, I ensure that I do not say the wrong thing at the wrong time when I am under pressure or nervous.

My first script is called my Hello Script. It is designed to get a salesperson, or anyone for that matter, over their nervousness in talking to a stranger either in person or over the phone. It is a good practice script for a beginner in learning to become comfortable with the use of scripts.

So let's begin with the Hello Script. SCRIPT #1: Hello This a script I call my HELLO script. I use it when I have to introduce myself to someone I have never met before or when I am introduced by a friend to someone I have never met before. The idea of this script is to ensure that I get their name correctly, and remember it by repeating it. I also start the conversation by asking about them, not me. Then I say something nice about them, in the example below, their ring. It could just as well be a watch or a tie on a man. Find something you like or admire and say something nice about it. Females like their jewelry to be noticed. That's why they wear them. I do all this to make sure that their first impression of me is a good one. You do not get a second chance to make a first impression. All the time I am talking to them, I am smiling and looking at them, not anywhere else. If you are looking anywhere else they will notice and feel bad, no matter what nice words you use. Everything I do is designed to make them feel important. People want to feel important.

Practice this script in front of a mirror, smiling while you do it. It will become very easy and natural after a few practices. By smiling you are giving the message that you are happy to meet them, and that they are important to you. People like others who are happy and smiling. They want to be around them. I also use friendly phrases such as " do you mind if" or "may I ask" or "by the way." That way they do not feel they are being interrogated , but get the relaxed feeling that I am interested in them.

I start the introduction by offering them my hand to shake and then the conversation might go something like this. " Hi, my name Tom, what's yours?" " My name is Janet" " "Hello Janet, I am happy to meet you. By the way, Janet, may I ask what do you do for a living?" " I am a newspaper journalist" " "OH, that must be a very interesting job. What do you like best about your career as a journalist?" " I have the opportunity to meet a lot of well known people." " I am sure you have a lot of interesting stories to tell?" "Yes, I do." " By the way, Janet, that is a very beautiful ring you are wearing. " " Thank you." By now you have introduced yourself to Janet. She probably likes you because you introduced yourself with a smile. You asked about her and you admired something about her, in this case, her ring. The last important thing is that you remembered her name. People love the sound of their own name.

Remember when meeting people or even speaking to them on the phone: smile, be friendly and natural. Talk about them, not you, and say something nice about them. That way you will have people like you right away. Also you will have practiced a very valuable script. By practicing scripts often, you will always be saying the right thing at the right time, even when you are nervous. That is the great thing about scripts - they become habits. You won't even think about it. It will come out very smooth and natural. By practicing the Hello Script, you will soon have no fear to talk to anyone.

This is the end of chapter 4. Additional scripts may be found in the next chapter.

Happy Selling!

Thank you.